In MDM's first 2022 podcast, we explore three factors for how smaller distributors can gain competitive advantage against larger competitors.
The Argument for a Small Distributor Renaissance Read More »
Whether ready to sell or not, distribution executives in forward-thinking companies can effectively harness innovations while aligning their organization to increase the value of the company.
5 Steps to Increase the Value of Your Distribution Business Read More »
Analytics on transactional data, sales force input and customer input via surveys and interviews can all inform customer buying criteria.
Data Storytelling: 3 Easy Ways to Identify What Your Customers Value Read More »
Bill Mansfield, Graybar’s SVP of strategy and business development, reflects on the company’s acquisition strategy, as well as the long- and short-term ways COVID-19 has affected business operations.
Graybar Exec on Strategy Behind New Leadership Roles, M&A Activity Read More »
Mixed signals mark third-quarter financial and economic indicators impacting distribution, such as LEI, industrial production and PPI.
8 Third-Quarter Economic Indicators Impacting Distribution Read More »
Rexel USA CEO Jeff Baker shares details behind Rexel's acquisition of Mayer Electric and plans for continued growth.
Rexel USA CEO on Years-in-the-Making Acquisition of Mayer Electric Read More »
With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This article is the third of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.
8 Factors for Distributor Advisory Council Success Read More »
Distributors that have successfully transformed over the past several years are the ones that have quickly pivoted to change management programs.
The Link Between Effective Change Management and ROI Read More »
With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This is the second of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.
What the Best Distributor Advisory Councils Look Like Read More »
With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This article is the first of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.
The Case for Distributor Advisory Councils Read More »
Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.
Don’t Let Conventional Wisdom Hurt Your Customer Relationships Read More »
Not if they don’t adapt to the changing marketplace dynamics.
Are Distributors Still the Future of Distribution? Read More »
Panelists debated whether advanced pricing could help distributors improve their margins during the latest MasterB2B “un-webinar” hosted by Andy Hoar and Brian Beck.
Is Advanced Pricing the Right Approach for B2B Distributors? Read More »
Distribution companies are garnering record-high valuations along with managing increased consumer demand and critical capacity constraints.
What are the Forces Behind Distribution M&A Growth? Read More »
Essendant CEO and President Harry Dochelli has seen plenty of twists and turns during his nine-plus years with the company, but a few pillars, such as communications and culture, have always held true.
Essendant CEO Dochelli Talks Culture, Communications and Third-Party Logistics Read More »
Not if they don’t adapt to the changing marketplace dynamics.
Are Distributors the Future of Distribution? Read More »
As distributors compete in an increasingly complex environment with non-traditional distributors amidst accelerating growth of digital channels and supply chain disruptions, using data (analytics and insights) to generate, manage and sustain profitable growth is becoming a key trait of resilient distributors.
4 Foundational Analytics to Become a Data-Driven Digital Distributor Read More »
The most successful customers and SKUs don’t just happen; they are the product of orchestrated investment of commitment, time, planning, effort, money, process, product and energy.
Achieve Dramatic Distributor Results by Orchestrating Mixed Capabilities Read More »
If you’re only looking at enhancing the linear model that got you here, you may not be looking deep enough at core cost structures and exposures today. Or the ways you could make digital a deeper core competency.
Linear to 3D: How Digital Changes Everything for Distributors Read More »
Distributor focused on e-commerce growth, new bin technology and converting pandemic-purchasers into long-term customers.
Fastenal Converts Branches in Continued Shift to Digital Read More »
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